The One That Didn’t Get Away

Situation:

A major marketing services organization sought to manage a difficult fee negotiation with their largest client.

Problem:

In the wake of the 2008 financial crisis, our client’s most important customer requested the re-negotiation of a global service deal worth £100M+

Action:

After confidential interviews with team leaders we developed a team charter to help clarify lines of authority, roles, and ground rules. We then combined individual coaching with Team Strategy Sessions to help the team respond to hard bargaining tactics from their client’s procurement team.

Result:

The team retained 100% of their client’s business while meeting their own key commercial interests, including a healthy margin.